Most of the agents and advisors we train are amazed to find out that asking your clients the right sales questions, can make such a huge difference… Not only in making a sale… But also, in the size of the sale! Why? Because asking the right sales questions is how you find out what’s important to your clients. Which also helps you to provide your clients with the right solution to their problems. Plus, when you ask the right sales questions… Your clients will tell you exactly what you need to do … [Read more...]

Agents should review their client’s life insurance needs at least every five years, because in every stage of life, coverage is a necessity.
In an April 2018 LIMRA study, one in five people with life insurance said they don’t have enough, so a checkup can go a long way. Since September is Life Insurance Awareness Month, let’s review the life insurance needs at each life stage.
Single Adults
Single adults tend to neglect the need for life insurance since they have no one financially … [Read more...]

If you are trying to sell life insurance by cold calling, buying expensive leads or knocking on doors, you might be surprised to learn that there is a much easier way to sell life insurance. That easier way is by selling life insurance in the workplace. In this article, I’m going to walk you through the basics of how to sell individually owned life insurance at work.
Why offer life insurance to employees at work?
The best thing about selling life insurance at work is that it allows you to see … [Read more...]

Let's face it, the 'Old Style Sales Techniques' that have been taught for the past 50 years or more have completely lost their effectiveness. People today are too smart to fall for all those sales mind games and gimmicks. Sales occur 98% of the time because the prospect has developed some respect and trust for the insurance agent. That type of relationship is born from having real conversations with people.
Today, you must learn to ask the RIGHT questions to get your insurance prospects to … [Read more...]

Generally speaking, many people lack a strong understanding of life insurance. Some of these individuals may be your clients.
Below are five things your clients may not know about life insurance and ways you can troubleshoot preconceived notions in your sales pitch. As you prepare for your next appointment, consider broaching the subject of life insurance with this information in mind.
It Costs Less Than A lot of People Think
Odds are you’ve probably heard this point plenty of times. Life … [Read more...]

Rejection can be hard. This is especially true when your livelihood depends on the active participation and support of your clients. There are few phrases that a salesperson dreads more than the word “no.”
And it comes in many forms:
“I’m not interested”
“It’s too expensive”
“I don’t want to be tied to another contract”
“I already have insurance/retirement savings”
“Maybe some other time”
“I really don’t understand annuities”
“I really don’t need an annuity”
“John … [Read more...]

Ever since we introduced the Insurance Pro Shop in November of 1999, we've been helping agents, all across the country, to recognize that prospecting doesn't have to be hard, frustrating or expensive, if you'll take the time to learn the 'Insider Secrets' to properly and effectively marketing your services in your local community. With a few minor changes and applying some simple techniques... "You can be in front of more of your 'IDEAL' life insurance or annuity prospects in one month than most … [Read more...]

When we brokers and advisers take on new cases, the meter starts running as soon as we pick up the phone or reply to an email. That is when we start spending money. Our own time is, of course, immensely valuable. Then start adding to that the cost of all the support personnel we employ. On top of that, consider all the housing costs – rent, utilities, insurance, etc. Then, you have the business services such as marketing, advertising, etc. I don't have to tell you that it all adds up. If you run … [Read more...]

How many times have you had a potential sale end up in the twilight zone, where your clients will ask endless questions, and request wave upon wave of illustrations and scenarios? It happens way too often, I am sure.
Some of this analysis is legitimate. There are people who are extremely analytical and require a lot of information to make a purchasing decision. They need to compare and contrast a number of options. However, at some point, this analysis reaches a point of no return. What can … [Read more...]

When I first entered the life insurance business almost three decades ago, selling variable universal life policies as a “private pension plan” was the “in” thing. I had started my career with a captive company that was one of the originators of the product, so it certainly was a priority of theirs to promote sales aggressively.
Needless to say, insurance agents became misinformed and under-educated, and subsequently misdirected prospective clients in the purchase of the product. People kept … [Read more...]